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Governments repair and build roads. Utility companies run new transmission lines and fiber optics. And at home, we attach rain gutters to our houses and add-on new rooms. These are all examples of enhancing infrastructure. Even at work, we get new computers, new phones, and new desk chairs. Those too are infrastructure upgrades. Sales and marketing organizations have infrastructures as well. Websites, sales collateral, CRM, marketing automation, and email are all examples of marketing infrastructure basics. How often does your firm evaluate the status of your marketing infrastructure? Do you have everything you need? What are you missing? Is everything working as it should? Like any infrastructure (roads, bridges, roofs, plumbing, etc.), a marketing infrastructure can become less effective if it’s neglected. And a neglected marketing infrastructure will eventually lead to ineffective marketing plans and missed revenue targets.>>> READ MORE

The best salespeople have always been knowledgeable, empathic, and helpful. They seek to uncover and capitalize on any edge they can find to help them win more deals. That's just part of the job. Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople. Instead, it contributes more friction to the buying process than you could ever imagine. >>> READ MORE

To an extent, salesforce churn is normal – even healthy. But I doubt there is a manager or executive reading this who hasn’t had a high-quality employee slip away, and felt the pain. It’s natural to wonder what you can do about it. In many cases, it can be hard to spot the signs of an at-risk sales rep before it’s too late. So, how to manage a sales team that sticks together? Instead of thinking about those many elements that are out of our control, let’s turn our attention to what we can control.>>> READ MORE

Change happens constantly in the workplace. It can be large-scale, such as a merger or acquisition, or a day-to-day change like a new tech system for a sales team. With shorter job tenures and job hopping becoming the norm, it’s a fairly tumultuous workplace environment. Resiliency is more important than ever. >>> READ MORE

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